Mark Rieth

Questioner
DISC Type : c

Territory Manager at JMA Group

Memphis Metropolitan Area, United States

Overview

Mark is an experienced Territory Manager in the electrical industry, skilled at transforming new, labor-saving products into mature revenue streams. He drives manufacturer sales through the electrical distribution channel and holds a Masters Certification in Supply Chain Management from Rutgers Business School.

He has been playing chess since he was 12 years old, inspired by a book by Bobby Fischer. Mark credits the game with teaching him how to develop strategy, maintain focus, and think ahead, connecting this hobby directly to his professional mindset.

He applies the strategic lessons learned from his lifelong passion for chess to his career in the electrical industry.

Personality Overview

Systematic

Cautious & Analytical

Not Easily Convinced

They prefer to fully evaluate every situation.  They generally do not appreciate an overfriendly approach and prefer to stay to-the-point. While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.

Topics They Care About

Data Center Infrastructure
He discusses the significant supply chain challenges in data center projects, such as sourcing transformers, switchgear, and medium voltage cables for AI cloud providers.
New Product Adoption
His expertise lies in promoting and growing value-add products from their infancy into established, revenue-generating staples within the electrical industry.
Supply Chain Solutions
Holds a Masters Certification in Supply Chain Management and focuses on solving delivery challenges for critical electrical components to contractors and end users.

Media Appearances

Mark has no verified media appearances

Work History

11-2008
Territory Manager at JMA Group
1-2007 - 8-2008
Area Manager at Graybar
8-1999 - 12-2006
Area Manager at Graybar

Education

2006 - 2008
Masters Certification from Rutgers Business School

More Information

Social Presence :

Prographics :

Exp : 26 Location : Memphis Metropolitan Area, United States Job Level : Middle Designation : Territory Manager at JMA Group
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Insights For Selling To Mark

During A Call Or A Meeting

DO's

  • Emphasise more on facts and measurable benefits
  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Tell them that you will come back if you don’t have a good answer for a question

DONT's

  • Avoid rushing them, be polite and patient
  • Don’t overhype the product/pitch, keep it measured
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Mark is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from Mark

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Mark move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Mark take some risk or not?

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And Mark

Personality Compatibility


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